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Training - There Are No Difficult Clients: Succeeding in Complex Sales Conversations
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Who is this pro training aimed at?
Sales professionals, account managers, business development professionals and others involved in managing complex customer opportunities and stakeholder relationships.
The objectives of the training
By the end of this programme, you will be able to:
- Recognise and confidently navigate critical customer conversations that occur throughout a complex sales journey.
- Build trust, confidence, and stakeholder alignment to progress complex sales opportunities.
- Identify why complex sales opportunities become difficult, lose momentum or stall.
- Reframe 'difficult customers' as indicators of gaps in the sales process rather than the cause of the problem.
- Adapt communication and value conversations to different customer needs, behavioural styles, and stakeholder priorities.
- Apply a structured conversational framework to navigate complex customer conversations from preparation through to closing.
The strengths of the training
- A practical path from managing difficult sales situations to handling complex customer conversations with confidence.
- Practical and collaborative learning focused on real-world complex sales situations.
- Greater confidence in engaging multiple stakeholders with different priorities, pressures and concerns.
- Practical frameworks and approaches that can be applied immediately to live sales opportunities.
- This learning journey is eligible for 14 PDUs in the Business Acumen, to maintain your PMP or PgMP certification.
Prerequisites
None
The program of training
In complex sales, customers may challenge, question, hesitate or change direction as different stakeholders balance competing priorities, pressures and risks.
The key is knowing how to navigate these moments rather than avoiding or reacting to them. When we understand what is driving the conversation, we can respond more effectively. After all, there are no difficult clients, only difficult conversations.
This programme focuses on the six critical conversations that help you navigate complexity, create progress and keep opportunities moving forward.
Before
Digital learning activities to prepare yourself for the training and its implementation:
- Profiler: My Practices for Successful Sales Conversations
During - Group Session
Conversation 1: Preparation and Introductions
- Head: Preparing for Success, Heart: Your Behaviour Sets the Tone, Hands: Mirroring Behaviour
Activity: The Opening Line Battle
Conversation 2: Building Relationships
- Head: Understanding the Customer, Heart: Tactical Empathy, Hands: Reliability
Activity: Three Perceptual Positions
Conversation 3: Understanding and Exploring Needs
- Head: Questioning, Heart: Curiosity, Hands: The Value Proposition Canvas
Activities: Evergreen Energy Challenge, Discovery Role Play
Conversation 4: Communicating Compelling Value
- Head: Communicating Impact, Heart: Understanding Others, Hands: Presenting Value
Activity: Pitch Your Offer
Conversation 5: Navigating Objections and Change
- Head: Mindset, Heart: Response to Change, Hands: A Framework for Success – ACE
Activity: When the Deal Changes
Conversation 6: Negotiating and Closing
- Head: Preparation, Heart: Mutual Wins, Hands: The Closing Cycle
Activity: Negotiating Project Management Costs
Hands on
- Board of Encouragement
- Action Plan
After
Digital learning activities to facilitate the implementation of your learning in the workplace:
- Ready-to-use tools
- Micro-practicing programme by email
Assessment
An online questionnaire to assess your acquired skills.
Reference : 8587
- Duration : 2 Days
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